“Nothing can stop the man with the right mental attitude from achieving his goal. Nothing on earth can help the man with the wrong mental attitude.” W.W. Ziege

Selling is a people business. People buy from people, and most often, from people that they like. But what makes one sales rep more likeable than the next? Surely all, or at least most sellers try to be likeable!

Attitude makes the difference.

A positive attitude is not only easily recognizable, but it’s catchy. Sellers who possess truly positive attitudes “assume the close.” They honestly expect the best from prospects, and they offer their personal best as well. They tend to react to things positively and, more importantly, tend to bring about positive return reactions.

Christine Harvey asks a pertinent question in her “Successful Selling” book. “What are the chances that your customer will be positive if you aren’t? The answer is zero.”

But it’s not easy to be truly positive! Especially when so much of selling tends to be negative.

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We issue approximately six electronic newsletters per year, each filled with fresh ideas and perspectives on sales, marketing and business communication, customer experience and engagement, and sales management best practices.

Current Issue: The Hard Part of Business Development

We all know that growing a business or sales territory is hard work. A good start is to create an annualized business development plan, but simply crafting the plan isn’t enough! We must commit to the proactive components of the plan — or as many people call them, the “hard part” of business development.